Initial Screening Call w. Sellers

November 06, 2019
by a searcher from Furman University in Chicago, IL, USA
Hi all! If you have identified a potential seller and are setting up the first call, what are some of the high level questions searchers find most useful? TTM Revenue, recurring revenue %, etc? I know it varies by target industry but are there any relevant/screening questions that are valid across industry?
from The University of Chicago in Chicago, IL, USA
from California State University, Los Angeles in Sacramento, CA, USA
- what is their motivation...sell high, sell for need or sell for another opportunity. Those play into your own motivations of buy low, by value or need to own certain type of business.
If motivations align...then light rapport building.
Then if deal type is right and rapport is semi-established...then financials.
Why talk numbers if they want the moon.
Why talk numbers if they are so desperate that their timing does not align with your due diligence.
Why talk numbers if you get any sense they are not being truthful enough.
Numbers last.